Cyber Bills Mean Technology Sales

by Steve Charles, Co-founder and Executive Vice President

No sooner had a group of Senators introduced the Cybersecurity Act of 2012 then a competing group introduced the SECURE IT Act of 2012. Both bills use nearly identical language to impose a new era of compulsory continuous monitoring (CM) of information systems by federal agencies. So no matter which version eventually makes it into law, continuous monitoring is coming as a major new requirement for federal agencies

Although the legislative negotiations might take months, now is the time to begin to formulate a sales strategy surrounding the CM mandate.

Hardware vendors should consider OEM or value-added relationships with software manufacturers. They should keep the following tips in mind:

  • Simplify the buy for federal customers by offering an integrated solution
  • Develop a sales approach that emphasizes versatility of your product
  • Don’t overlook the mobile possibilities of CM solutions

About Steve Charles
Passionate about technology and helping our clients help the government with the latest. I try to educate people on all the government's checks and balances that really seem likes hoops and hurdles so buyers and sellers can get to a meeting of the minds much more quickly without violating any rules.

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